Articulate · 20 hours ago
Mid-Market Account Executive
United States
Full-time
Remote
Entry, Mid Level
$104K/yr - $130K/yr
2+ years expArticulate is a leading SaaS provider of creator platforms for online workplace training, and they are seeking a Mid-Market Account Executive to join their team. In this role, you will manage a defined territory, guiding prospects through the sales process and driving revenue growth while collaborating with internal teams and Canadian resellers to support market success.
E-LearningEdTechEducationSoftwareTraining
Responsibilities
Manage pipeline by proactively leading prospects through the sales process using MEDDPICC and Challenger Sales methodologies
Develop and execute territory strategies to acquire net-new customers and expand revenue within existing accounts
Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
Create and maintain accurate pipeline forecasts, opportunity notes, and activity tracking in Salesforce
Create sales quotes, negotiate pricing and terms, and clearly explain Articulate subscription options
Meet and exceed individual revenue and activity goals
Partner cross-functionally with Customer Success to deliver a seamless customer experience
Collaborate with Canadian resellers to support co-selling efforts, drive pipeline, and ensure a consistent customer experience
Stay current on Articulate products, industry trends, and competitive landscape
Be available during standard business hours, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
Other duties as assigned
Qualification
Required
Minimum 2 years of experience in Mid-Market sales or equivalent
Proven success managing full-cycle sales with small or mid-sized accounts
Experience with both inbound and outbound prospecting, including self-sourced pipeline
Solid understanding of consultative selling techniques and sales process discipline
Experience using core sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator
Strong written and verbal communication skills, with the ability to tailor messaging to multiple stakeholders
Excellent organizational skills and attention to detail, with the ability to manage a high-volume pipeline
Independence in managing your territory, pipeline, and priorities
A can-do, positive attitude with a strong sense of ownership and accountability
BA or BS degree or equivalent experience
Preferred
You have experience selling B2B SaaS solutions in a Mid-Market or upper SMB environment. Experience selling into Canada is a plus
You have a strong, working understanding of MEDDPICC, with exposure to more advanced deal qualification concepts
You have previously sold into the Canadian market and/or worked with reseller or partner-led sales motions
You have experience with cold outreach and cold calling, where you've had success in creating and closing self-sourced business
You're comfortable navigating longer sales cycles and multi-threaded deals
You're familiar with the e-learning space and learning technology solutions (authoring tools, LMS, enablement platforms)
You've worked successfully in a remote or distributed sales environment
Benefits
Articulate also offers a robust suite of benefits, check out the website for a full list.
Company
Articulate
Articulate develops a workplace training platform that provides online courses for management systems.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$1.5BKey Investors
General Atlantic
2021-07-01Series A· $1.5B
Leadership Team
Kerry Hannigan Munz
Chief Technology Officer
Wendy Stockholm
Business Transformation Advisor | Interim Head of Data | CoS to CTO
Recent News
2022-03-24
2022-02-10
Company data provided by crunchbase